Today is the last day in the “Sprint to 24” in my AGE training class. Since April 24 until today the minimum was 12 accounts the goal 24 I have a few over 30. I’m not feeling to great about exceeding the goal because most were friends and family. If I only counted accounts from cold calling I would have just squeaked by the minimum. The next goal is ‘sprint to 3 million’ not much fudging on that goal so I need to get some real traction. I’ve been using the scripts from training like I am supposed to. The primary script is …

Do you get the no shows on the appointments? If I could just cure that I would have appointments every day. Last Friday I set 6 for this week and a mini guest speaker thing (that went well). 3 no shows 2 of them rescheduled managed to see one of them today after all and the other didn't show the second time and wont answer the phone. The third wont answer the phone either.

I have found it difficult to speak to 40 (meaningful, not they are not here or some such) new people a day that meet my criteria, over $500K equity in the home. I’m thinking of lowering that a bit to get more numbers to dial. My stats show the under 500K in equity has 54% DNC above has an 85% DNC. Now that the Sprint to 24 is over I have to study four hours a day for the CRPC before heading back to the home office.<?:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" />

If its working harder that is necessary then getting the 40 new contacts a day appears to me to be what needs to be accomplished at all costs. Of course a script refinement and better at overcoming objections as well.

The "R U investor, ideas from time to time......" - SCRATCH THAT SCRIPT - it sUCKS. 1/2 the people don't know what the heck you are talking about, the other 1/2 can tell it is being read off of a script.

The Product script is even less successful (ALL IN MY OPINION)

_ you are trying to build and manage relationships here, not just portfolios. You are doing all the right things, but I'm going to try and save you another year of frustrating cold calling. I would make as many cold calls as possible and do these things:

1. Always remember that you're ONLY goal should be to get an appointment to review their portfolio and offer your services.

Try This Script:

" Mr. Mrs _________, this is Gaddock with A.G. Edwards here in _________. The reason I called is b/c I manage investments for people here in town, and I wanted to set up an appointment with you to see if I can manage your money/portfolio better."

Not Interested - Well Mr./Mrs. ___________, most of my clients weren't interested when we first talked......(then take it from there)

I'm busy - That's fine - I just called to set up an appointment - How about tomorrow @ ________

I'm with someone already - Oh Okay, great. Are you with __________ (throw out the name of an investment firm in town) If they're not with them, they'll tell you who their with.

You say you want to work smarter? What is your niche? Why are you only calling residential numbers? If you can't call past 8, when do you start calling?

Find some business numbers or corporate directories, call early in the day and all day if you wish. Save residential calls for after dinner. I personally believe your cold calling success will only be as good as your leads. Are they divided so that you know exactly what type of lead it is? (ex: a list of retirees, a list of new homeowners, a list of golfers, a list of doctors). You will be more effective if you can narrow it down instead of taking a shot in the dark.

As far as the missed appointments, what are you doing to make them want to meet you? Have you instilled enough urgency in your matter or are you offering what the 12 other brokers called them about that same day? Do you handwrite thank you notes for taking the time to speak with you?

Your little seminars are good to break up the cold calling and see people face to face, what else are you doing face to face? Are you door knocking on certain occasions? Do you have a routine and repeatable process?

As far as your script is concerned, it sounds good enough. The questions you need to ask yourself are: How do I sound on the phone? Are people receptive to my tone? Do I speak clearly? Do I end the conversion by telling them I will be doing something (sending information in the mail) and actually do it to try to build trust? Are you asking questions on the initial call so that the next time you call you actually have something to say that they may want to hear about? Promote yourself, tell them what works for your clients, educate them on the market, have an opinion about something, relate to them and be patient. A tree takes years to grow but seconds to cut down. Just keep a daily routine, stick to it, and repeat it.

Arrggghhh!!! Read my posts on the first two years as well as the 500 day war, at least as a start in the right direction.

Good for you with regard to your work ethic. That will certainly help but keep in mind that you can work very hard with little to show for it. Sell a product! Forget about reviewing portfolios/being a consultant. That will come later in your career, that is if you survive long enough. Don't sell CD's either; you are looking for investors not savers. Find a good mf and pitch it to a minimum of 50 new people a day. Discourage appts, open account over the phone and keep moving. As I have previously mentioned, you should be focusing on corporate directories as well as business owners. The DNC list should not even be a factor.

Oh...and you better show up tomorrow (Saturday) and be on the phone for at least 6 hours. At the very least, plan your next week's activity and be ready to go Monday. Make the committment and make it happen.

The "R U investor, ideas from time to time......" - SCRATCH THAT SCRIPT - it sUCKS. 1/2 the people don't know what the heck you are talking about, the other 1/2 can tell it is being read off of a script.

The Product script is even less successful (ALL IN MY OPINION)

_ you are trying to build and manage relationships here, not just portfolios. You are doing all the right things, but I'm going to try and save you another year of frustrating cold calling. I would make as many cold calls as possible and do these things:

1. Always remember that you're ONLY goal should be to get an appointment to review their portfolio and offer your services.

Try This Script:

" Mr. Mrs _________, this is Gaddock with A.G. Edwards here in _________. The reason I called is b/c I manage investments for people here in town, and I wanted to set up an appointment with you to see if I can manage your money/portfolio better."

Not Interested - Well Mr./Mrs. ___________, most of my clients weren't interested when we first talked......(then take it from there)

I'm busy - That's fine - I just called to set up an appointment - How about tomorrow @ ________

I'm with someone already - Oh Okay, great. Are you with __________ (throw out the name of an investment firm in town) If they're not with them, they'll tell you who their with.

Way back when I used to set up appointments via cold calling, I'd always ask the prospect something like, "Okay, do you have a pen and paper handy? Great. Again, my name is Oldproducer and my phone number 123-456-7890. If there is any reason that you cannot keep our appointment next (Tuesday) at (2:00), you WILL call me, won't you?"

I think this technique has been included in some books. I don't recall how I heard of it. Most people want to be honest and by having them commit to contact you if something comes up, this tends to reduce the number of no-shows. Or, at least you will receive a cancellation/reschedule of the meeting.

Definitely, take a look at the Judge's 500 Day War post. Don't worry about getting an appointment, just get the account.

Way back when I used to set up appointments via cold calling, I'd always ask the prospect something like, "Okay, do you have a pen and paper handy? Great. Again, my name is Oldproducer and my phone number 123-456-7890. If there is any reason that you cannot keep our appointment next (Tuesday) at (2:00), you WILL call me, won't you?"

I think this technique has been included in some books. I don't recall how I heard of it. Most people want to be honest and by having them commit to contact you if something comes up, this tends to reduce the number of no-shows. Or, at least you will receive a cancellation/reschedule of the meeting.

Definitely, take a look at the Judge's 500 Day War post. Don't worry about getting an appointment, just get the account.

Arrggghhh!!! Read my posts on the first two years as well as the 500 day war, at least as a start in the right direction.

Good for you with regard to your work ethic. That will certainly help but keep in mind that you can work very hard with little to show for it. Sell a product! Forget about reviewing portfolios/being a consultant. That will come later in your career, that is if you survive long enough. Don't sell CD's either; you are looking for investors not savers. Find a good mf and pitch it to a minimum of 50 new people a day. Discourage appts, open account over the phone and keep moving. As I have previously mentioned, you should be focusing on corporate directories as well as business owners. The DNC list should not even be a factor.

Oh...and you better show up tomorrow (Saturday) and be on the phone for at least 6 hours. At the very least, plan your next week's activity and be ready to go Monday. Make the committment and make it happen.

Judge,

What is the best source for corporate directories? I hear, "Buy them, steal them from lobbies, use the automated directories, ask friends for them", etc., etc.

Just curious if any one method is better for getting a higher quality directory?

Bed the cute receptionist. Tell her how cool it would be to get crazy in the bosses office after hours... Afterwards, excuse yourself to go to the restroom and stroll from office to office until you find a directory. For the C-level exec's, open their desk drawers to maybe find some of their brokerage statements laying around. Stuff them down your pants...

Then run back to meet your sweetie because she may be wondering where you went. Repeat original act if desired, then get outta dodge...

Start cold calling the list the following MOnday, and never talk to the cute receptionist again. Move on to the next firm down the street. You will be a million dollar producer by LOS 4.

Bed the cute receptionist. Tell her how cool it would be to get crazy in the bosses office after hours... Afterwards, excuse yourself to go to the restroom and stroll from office to office until you find a directory. For the C-level exec's, open their desk drawers to maybe find some of their brokerage statements laying around. Stuff them down your pants...

Then run back to meet your sweetie because she may be wondering where you went. Repeat original act if desired, then get outta dodge...

Start cold calling the list the following MOnday, and never talk to the cute receptionist again. Move on to the next firm down the street. You will be a million dollar producer by LOS 4.

Does the name David Cone ring a bell to you blarmstom? As a Mets fan it should. All that talent and yet scaarred by a sex scandal. I wouldn't want the same to happen to me, so I will pass on your advice?

Bed the cute receptionist. Tell her how cool it would be to get crazy in the bosses office after hours... Afterwards, excuse yourself to go to the restroom and stroll from office to office until you find a directory. For the C-level exec's, open their desk drawers to maybe find some of their brokerage statements laying around. Stuff them down your pants...

Then run back to meet your sweetie because she may be wondering where you went. Repeat original act if desired, then get outta dodge...

Start cold calling the list the following MOnday, and never talk to the cute receptionist again. Move on to the next firm down the street. You will be a million dollar producer by LOS 4.